"hi everyone welcome to the a 6nz podcast I am so know we've talked quite a bit about open source on the podcast already from the topics of open versus closed to managing community and identity to sell..."

"conversation we have James waters who's the SVP of product at pivotal a cloud platform company that runs software and multiple clouds and they're part of VMware and it also moderating this podcast we ..."

"out of open source just to give a sense of how real this is pivotal foundry went from zero to 270 million dollars in license not supported licensing in software sales that's the thing we talk about al..."

"projects it had gotten my bumps and bruises along the way and so I had some very particular opinions coming into doing the third round of PCF pivotal Cloud Foundry I think there's there's kind of two ..."

"and Oracle are not out there mining their mailing lists of end-users to go do deals yeah how do you sort of straddle this because theoretically should be able to do both but isn't so the mantra month ..."

"did you do and getting across this first arising the next thing you have to get right is you've got to get a major trend that affects enterprise buyers so if you go back to enterprise as being the sou..."

"open-source to identifying these shifts or is it just like if you're doing a closed source problem let's look at history a little bit I think then an open stock both felt like they could go commoditiz..."

"actually from from my conversations it's almost somewhat of a contrarian view because traditionally you're like open source projects chase after basically the sales dollars that have matured a market ..."

"so the basics are of strategy and segments if your strategy and segment looks wildly different than every other big software companies existed before that's probably a pause yeah and then the second t..."

"sometimes have contrarian bets in them yeah and I would distill our two contrarian bets - we did not go for the commoditization play we went for the the sea change and design play yeah and then we als..."

"room to differentiate there and you know when you when you go to monetize you're gonna need some small check boxes I've learned a lot you know growing this about the importance of packaging for procur..."

"enterprise when you get to procurement somebody wants you to win yeah and you're actually then in a political process to get through the last mile like they're kind of like the Guardians they mean the..."

"a project and you're bringing that to market you should retain the ability to be the sole supplier if only to set pricing and brand awareness in the market companies live or die by this type of thing ..."

"think you can think about it the same way as closed source if you're model is you've sold someone on a big new trend you've helped train their organization to get there and then you're working on a fr..."

"or not because I've seen cases where very large orders were suddenly stopped because another large company just quoted something that sounded similar for the same amount now that can happen open or cl..."

"open source project it's probably available online so if you're walking to somebody and you're about to sign a ten million dollar la4 license what's stopping them from just downloading and running it ..."

"dollar transaction comes there as much voting with you know they want you to be part of their extended team part of their strategy part of a relationship with you yeah because you have an expertise th..."

"transactional I'm like so do the dynamics of that change with open source sales I think what's happened is is that open source has become how large enterprises when I bet on big new trends and then th..."

"really value that talent on the ground it's just so this is this is a nuance a new way of looking at that discussion so how much does your a CV have to be to support a Salesforce I'd say it has to be ..."

"successful well if you look at the clock cycle of how often big new software companies get built it's not everyday enterprise architecture has only changed so often right if you were to try to sell a ..."

"here that's inherent to open source by definition fixing problems is fixing problems whether you do it in open source for the source and the reason that we're seeing this rise in open source companies..."

"you keep getting me to talk open-source strategy I'll keep talking software strategy that's great sometimes people say oh well why is enterprise software so expensive it's expensive because you know t..."

"caught that size of a trend even though their prices frankly are similar to Microsoft's now like twenty five hundred dollars an OS so it's not that they're just down market is they just didn't catch a..."

"company the problem was that son was still on the wrong side of all the trends like it was actually late to x86 yeah it was late to everything that was happening around web scale and so open-source ac..."

"original so Ethan we worked on that and then the next thing I saw was within the spring group there's something called TC server which is just cheaper middleware and it only got to say tens of million..."

"like traditional it's like a traditional you know software company in software sales and then you know open source provides you know uplift and etc and often open source has been viewed very different..."

"definition you didn't build a software company that had an opportunity to be the big new strategic adviser and that's a critical architecture another thing that I like about your view and all this it ..."

"gonna go from the top down bales for us and this is really about kind of top-down like strategy and planning I mean not just kind of progressive community a great thing that's happening is because buy..."

"protective measure even if they don't use it it's the right to keep using their software without paying more and more for it every year yeah companies like Oracle have been out there charging more and..."

"a decision to do open source or closed source is there a difference or is it the exact same thing I think we got incredible liftoff of open source for instance IBM showed up and standardized than what..."